IT and Business Insights for SMB Solution Providers

Ken Thoreson

Ken Thoreson “operationalizes” sales management systems and processes that pull revenue out of the doldrums into the fresh zone. During the past 15 years, his company’s consulting, advisory, and platform services have illuminated, motivated, and rejuvenated the sales efforts for partners throughout the world.

Sales Management Guru
July 6th, 2016 | Ken Thoreson | Sales Management Guru
As a sales leader, you must always have a vision and action plans for a rolling six months. This is why July is the perfect month for anyone that has sales management responsibility -- so  why not name it Sales Leadership Month? O.K., it is not an act of government and it is only Acumen’s - Read More
June 27th, 2016 | Ken Thoreson | Sales Management Guru
“Selling to the Point” by Jeffrey Lipsius is a unique sales training book and I have read many. What makes this book valuable is the author uses a story to drive home his key learning points. The story revolves around the quest to cut the costs of selling by dropping the in-house sales trainer. The - Read More
June 6th, 2016 | Ken Thoreson | Sales Management Guru
This book had 32 page fold overs!  If you are a regular reader of my book reviews you know that when I find something of value, I will turn the corner of the page after underlining the key learning point.  32 is one of the highest number of page turners I have ever done!  This book, - Read More
May 24th, 2016 | Ken Thoreson | Sales Management Guru
At this time of year, sales management must be looking at pipeline levels and goals for the 4th quarter and determining if there is the necessary level of activity to ensure targets will be exceeded. Organizations need to focus certainly on the short term 30 day sales cycle and end of year, - Read More
April 26th, 2016 | Ken Thoreson | Sales Management Guru
If you are not familiar with the question posed above, it’s a mantra from my Boy Scout days and training. Whether you are a sales manager that regularly reads this blog or any other job role, I want to raise this topic as I see this as a major question in our world today. During my keynote programs - Read More
April 13th, 2016 | Ken Thoreson | Sales Management Guru
Today I want to introduce John Moroney to you! He is more than a guest blogger, John has worked for Acumen Management Group for many years and is rejoining our organization after a long permanent engagement with a former client. He provides great insights into the challenges all sales organizations - Read More
April 6th, 2016 | Ken Thoreson | Sales Management Guru
I was recently interviewed on a podcast based in Europe around the topic of the importance of emotional leadership. The interviewer asked me a series of questions regarding the topic, and why I felt it was a critical success factor for most organizations. In retrospect, based upon the podcast, I - Read More
March 25th, 2016 | Ken Thoreson | Sales Management Guru
Last week after speaking at a conference, a person mentioned to me she really enjoyed the topic “Why Winners Win.” It is one of my favorite parts of the keynote, and the four points I make wrap up many of the beliefs I hold, so I thought I would share them with you today: Winners Create Optimism - Read More
March 3rd, 2016 | Ken Thoreson | Sales Management Guru
During the balance of the year, I will outline 40 steps a sales leader can take to achieve predictable revenue. They are not listed in any priority as every sales organization is at differing levels of maturity and needs. If you run a channel organization, these ideas will be pertinent to your team - Read More
February 1st, 2016 | Ken Thoreson | Sales Management Guru
It seems every year brings new challenges, yet what I find is successful partners focus on improving certain areas within their business each year. It’s like pizza, you can see the entire pie, but the only way to finish it is to take one slice at a time. During our business planning sessions, we - Read More